Ghazi Masood is the Chief Revenue Officer at Retool, where he leads the go-to-market engine for the low-code developer platform. Previously he served as SVP & GM, Americas at Auth0 after leadership roles at Microsoft, Oracle, Polycom, and Nintex K2, and he advises several high-growth startups on GTM. A field-first operator, Ghazi specializes in layering sales onto product-led motions and building enterprise upgrade paths without breaking self-serve growth.
Discussed in this episode
- The moment inbound stops being enough—and how to size the outbound gap
- Why to bifurcate SDRs (inbound vs. outbound) and how to define lead sources
- Profiling inbound (more technical, SE-adjacent) vs. outbound (AE-track) talent
- Structuring self-serve as a permanent home vs. a stepping stone to enterprise
- “Ungate to upgrade”: using sustained overage/feature use as a right-sizing trigger
- Pricing & packaging that pulls larger accounts to annual, committed plans
- The “GTM engineer” model for AI-native, high-velocity companies
- Hiring pace, capacity planning, and the leadership principles that scale
Episode highlights
00:00 — Inbound eventually caps out; annual planning exposes the pipeline gap that outbound must fill.
00:45 — What it really takes to add sales to a product-led motion—without breaking PLG.
03:23 — First move: bifurcate SDR into dedicated inbound and outbound to drive focus and outcomes.
04:18 — Nail definitions with Marketing: what counts as inbound vs. outbound (e.g., events ≠ inbound).
06:37 — Decide the role of self-serve: permanent home for some segments vs. stepping stone to enterprise.
09:41 — Ungated features as signals: after ~3 months of sustained overage/premium use, “right-size” the plan.
12:09 — Why frictionless adoption beats hard gates—and how clear web docs make the convo non-adversarial.
15:10 — When to move from pay-as-you-go to annual: sophistication and committed usage, not arbitrary timing.
18:51 — Enter the “GTM engineer”: one person spans SDR → SE → AE → AM to capture massive inbound demand.
25:36 — Frameworks that still work: MEDD(P)ICC and Solution Selling 2.0 for complex, multi-product deals.
Sponsor – Pursuit
The best talent isn’t actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis. As a key GTMfund partner, they equip sales and marketing teams with top performers.
If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.
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